Extending your product line is a great way to grow

12:13 AM,
Jan. 6, 2013

Howard Libin

Written by

Howard Libin
Small Business Management

Over the holidays I was thumbing through a Brylane Home Furnishings Catalog and noticed that there were numerous headlines and call-outs noting that this chair was a full 22 inches wide, or that stool held up to 350 pounds.

Rather than take offense at why they had singled me out for a solicitation for extra-wide, super-strong home furnishings, I instead began look through the catalog to try to figure out how they are able to target me.

I soon discovered that the Brylane catalog was put out by the folks at Lane Bryant, a clothing chain specializing in plus-size women (I know this paragraph is going ...